Artists always appreciate the opportunity to sell out of studio, direct to collectors. There's no reason to volunteer a contribution to an agent if you found the artist's work on your own, and can make direct contact through a website or by phone. However, it's important to be respectful of gallery representatives where appropriate. It's a bad practice to attempt to buy out of studio works currently on exhibit at a gallery (especially right in front of the dealer- it happened to me once!) You might get a one-time bargain, but if in doing so you've damaged the artist's ability to sell in your market, you've also potentially damaged the value of your investment.

Also, collectors should still offer a fair price, even if it reflects a discount for not having to pay a commission. Gallery rates are typically 40-50%, but the artist normally absorbs all materials and framing costs from their share of the sale. Many artists (like me) are very conservative about reducing prices, especially to new collectors- discounts are earned through loyal, long-term patronage or comitment to buy several works at once.

Finally, if you do get a great bargain, keep it to yourself! Nobody who has ever paid fair market value will ever trust the artist again if word gets around (and, don't think it won't).

Matthew Kinsey

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